Influencing and Negotiation Skills

Course Aim

The purpose of the programme is to give delegates a clear understanding of the negotiating process and how to negotiate more profitable sales.

The programme is suitable for people who need to be able to negotiate on behalf of their organisation and is designed to give delegates more confidence when negotiating.

Course Objectives

By the end of this course delegates will be able to:

• Explain and demonstrate what is meant by negotiation
• Describe and display the stages of the negotiation process
• List the tactics and behaviours used during negotiation
• Describe how coaching can be used in their workplace

Content

Course content includes:

• What negotiation is and why it is important
• How to plan and prepare for negotiations
• How to structure negotiations
• Negotiating styles
• Personal power and how to increase it
• Negotiating tactics
• Movement and concessions
• Developing win-win solutions
• The closing stages of negotiation
• Preparing a personal action plan